About Panorama Education Panorama Education is a technology company building the leading platform for student insight and action in K-12. We help modern school systems understand what students need and take effective action. By bringing together academics, attendance, behavior, and engagement data with AI, we give educators the full picture of every student and the intelligence to decide what to do next. As a mission-driven company supporting 15 million students in 2,000 districts nationwide, the work we do has a direct line to student outcomes every day. Join us and help shape what education looks like for the next generation. Position Overview As a Solutions Architect at Panorama Education, you will be in a key customer facing role on the product team, combining your expertise in K-12 education with Panorama’s product suite to address district needs. Using your experience and understanding of K-12 systems, you will quickly establish trust with customers and sales partners to lead discussions on how to use Panorama’s platform for school climate surveys, MTSS frameworks, and on-time graduation tracking, with integrated AI language and Custom AI Tools. You will stay up to date on state mandates and trends in the education landscape, ensuring you are the trusted expert when advising districts on Panorama solutions. Your role is crucial in the sales process, working alongside the field sales team to develop tailored solutions that directly address district pain points. By providing expert guidance and positioning the right Panorama products, you will help increase deal size, improve win rates, and drive overall sales success. Reporting to the VP, Solutions Architect team, you’ll act as a bridge between district feedback and our product teams, ensuring customer insights directly inform product development. Your role involves presenting and demoing the product, frequent internal strategy and communications on customer requirements, ensuring technical fit in a client environment, and working in our demo environment to address market needs and accelerate client success, while also driving product enhancements. Data-driven and innovative, you will play a vital role in helping schools improve student outcomes, family engagement, and intervention tracking. Responsibilities Partner with the sales team to understand client needs and translate business requirements into technical solutions that showcase Panorama's value. Lead the technical discovery process with prospective clients, analyzing their existing systems (e.g., SIS, LMS, assessment platforms) and designing tailored solutions for integration. Support sales presentations and demonstrations by articulating the innovative and technical aspects of Panorama's platform to prospective clients, including discussions on our AI solutions and how to implement them. Serve as a technical advisor throughout the sales cycle, helping prospects evaluate Panorama’s platform within their broader ecosystem of SIS, LMS, Assessments, and other integrated platforms. Assist RFP Squad with evaluation of product fit and drafting of responses for RFP bids. This may sometimes include presenting to high level decision makers and board of education members in person or in virtual meetings. Lead discussions with customers on Panorama’s application of Safe and Responsible AI, including our AI infrastructure and safeguards. Must maintain fluency around discussing AI and stay up to date with the rapidly evolving space. Maintain expertise in educational technology, data systems integration, and security standards. Collaborate with Product and Engineering teams to relay customer feedback and ensure that our offerings align with market needs. Provide mentorship and technical guidance to sales team members to enhance their ability to position Panorama’s solutions. Maintain a deep understanding of Panorama’s products and services, and stay current on industry trends and competitive solutions. Requirements 2+ years of experience as a Solutions Architect or in a similar technical pre-sales role, preferably in educational technology or SaaS. Proven experience in supporting enterprise-level sales processes, including technical discovery, presentations, and proposal creation. Strong knowledge of educational technology systems, including integration with SIS, LMS, and other district-level platforms. Excellent communication skills, with the ability to convey complex technical concepts to non-technical stakeholders. Ability to manage multiple client engagements, working both independently and as part of a team to meet deadlines. Strong problem-solving skills and a strategic mindset in designing client-focused technical solutions. Passion for education and using technology to drive positive outcomes for students. Ability to travel regionally 25-30%. Preferred Qualifications Bachelor’s degree in Education or higher Experience working in K-12 Experience with pre-sales activities in SaaS or EdTech Experience working with AI skills, agents, or custom tool development Experience working in special education, MTSS, EdTech integration Benefits What We Offer The “Base Salary” range represents the low and high end of the anticipated salary range for this position across all US locations. Determining this anticipated Base Salary range involves considering many factors in making compensation decisions, including but not limited to: unique skill sets, experience, training, performance, licensure and certifications, and other business and organizational needs. Additionally, our anticipated Base Salary determination is just one component of Panorama’s competitive total rewards strategy, including annual bonus or commission awards, equity awards, and other region-specific health and welfare benefits. Salary Range 85,000 - 125,000 + commission. Competitive salary and benefits (including equity, health, dental & vision, retirement contribution, parental leave, and mental health & wellness support). Remot